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AN INITIATION TO NEGOTIATION TECHNIQUES
FOR BUSINESS ANALYSTS
IIBA Ottawa-Outaouais
Chapter Meeting
September 20 2016
Louis Poliquin
Let’s Make a Deal!
Used Car for Sale
• Toyota Matrix 2014
• 60,000 km
• Includes snow tires
• Great condition
• Asking price $ 10,000.00
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What Are Your Thoughts?
What Are Your Thoughts?
• Is this a good deal?
• Could I have done better?
• What is wrong with this car?
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Aim of this session
• The key to successful negotiations
• Review a typical negotiation process
• Describe the qualities of successful
negotiators and the strategies they use
• Discuss the agreements business analysts
are required to negotiate and how to
achieve a profitable outcome for your
organization and the client.
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DISCUSSION
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Questions to Consider
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• What are the features of typical
negotiations business analysts have to
face?
• How do they take place?
• What do you find challenging?
THE NEGOTIATION PROCESS
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Negotiation Process
Preparation
Introductions - Rapport Building
Exploration - Listing of Issues
Bargaining - Agreements On Position
Closure - Summarize and Confirm
Agreement
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Important Factor to Consider for
Successful Negotiation
• What do I feel I could I have done better?
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Your All-Important BATNA
• Best
• Alternative
• To
• A
• Negotiated
• Agreement
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Types of Negotiations
1. Face-to-Face
2. Virtual (E-negotiations)
• Phone
• Teleconference
3. Bi-lateral
4. Multilateral
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How Shall We Meet?
Advantages Disadvantages
Face-to-Face Better reading of the other partyAdvantage of real time
Takes time Parties are not always physically available
Virtual(E-negotiations)
QuickerAdvantage is for the caller-organizer
Cannot read body languageDifficulty in getting the other party fully engaged
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Type of Negotiators:
The Competitive – “Let’s Make a Deal!”
Style Tactics they are like to use Concession patterns
- Conflict is OK!- Hard Charging-Like to lead the discussion-Will place the other party on the defensive-Enjoy this like a game
- Uproar- Bad cop-bad cop- Emotions- Hi ball or low ball- Surprise- Back pedal
-Few and smallish- As a condition to keep the relation going
Outcome: I win-you loose or loose-loose “Off to the next deal!”
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Type Of Negotiators:
The Soft Heart - “I Am Sorry”
Style Strategies Concession patterns
- Conflict is bad…- Soft approach- Likely to keep
negotiations short because they are not comfortable
- Trying to accommodate the other party
- Tell you a sad story- Make you feel guilty- Ingratiate- Flatter
- Few and large - As a condition of
preserving the relationship
- Outcome: I loose- you win “I am so glad this is over”
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Type of Negotiators:
The Mr. Spock - “No Emotions Please”
Style Strategies? Games theyuse
Concession patterns
- Conflict is irrational- Cautious and analytical
attitude- Lots of questions- Please keep emotions
out of it!- Facts and logic
- Reason with the other party
- Lecture- Blizzard- Focus on principles- Entrenchment
- Few and small- Based on logic
- Outcome: I win-you lose because I had a better plan: “I got them!”
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Take Aways
• Negotiation is a life skill
• Business analysts negotiate a variety of issues
at any time, with various stakeholders and not
necessarily face-to-face
• Negotiation dynamics are largely influenced by
personality and negotiation style
• Practice and training can improve your personal
negotiation style.
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QUESTIONS?
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THANK YOU!
C
Learning for Performance™
Algonquin College
Corporate Training Centre
340 Albert Street, 11th Floor
Constitution Square
Ottawa, Ontario K1R 7Y6
Telephone: (613) 727-7729
training@algonquincollege.com
www.algonquincollege.com/corporate
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